National Business Development Director

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Job description

National Business Development Director

Correctional Health Care

• Correctional experience preferred
• Knowledge of departments of corrections, health and safety, and/or working with legislative committees
• Extensive t ravel
• Government contract experience preferred
• Medical/Healthcare experience preferred
• Corporate headquarters located in Green Tree just outside of Pittsburgh, PA

Wexford Health Sources, one of the nation's leading correctional health care companies, provides clients (Departments of Corrections) with experienced management and technologically advanced services, combined with programs that control costs while ensuring quality. For three decades, Wexford Health has consistently delivered proven staffing expertise and a full range of medical, behavioral health, pharmacy, utilization management, provider contracting, claims processing, and quality management services.

Wexford Health is contracted by states and counties across the country to provide medical and mental healthcare within state prisons and county jails. Currently we are contracted in seven states and several counties in the US.

At Wexford Health our philosophy is that health care should not be considered a luxury for anyone. We simply care for those in need and the corrections environment is our venue.

Summary
The incumbent works to improve Wexford Health's market position and achieve financial growth for the company. He/she helps to define long-term organizational strategic goals; builds key customer relationships; identifies business opportunities; negotiates and closes business deals; and maintains extensive knowledge of current market conditions. Works with internal Wexford Health teams to increase sales opportunities. He/she finds potential new customers; presents to them to ultimately convert them into clients; and manages the relationships with existing clients and ensure they stay satisfied and positive.

Essential Duties Include
1. Identify new business opportunities within assigned markets or geographic areas, to ensure a robust pipeline of opportunities.
2. Lead strategy and approach to new business opportunities in assigned markets/areas.
3. Leverage internal resources to effectively position Wexford Health in the marketplace.
4. Complete territorial analysis of potential business opportunities within assigned areas/markets; develop and execute corresponding sales plan.
5. Develop and maintain webs of influence with various constituents (e.g., key decision makers, influencers, lobbyists, legislators, etc.) within assigned areas/markets.
6. Maintain on-going relationships and ensure continuity with prospective clients, through regular and frequent correspondence and meetings.

Educate prospective and existing clients on Wexford Health differentiators, competitive advantages, and accomplishments (e.g., financial strength, management stability, infrastructure, track record of innovations, etc.), supported by data, case studies, and reports.
8. Solicit and maintain market intelligence on political issues and situations that could influence potential business opportunities.
9. Target and actively engage decision makers in down market scenarios, to understand the client's key drivers and to effectively influence fee parameters.
10. Take steps to appropriately influence current or future bids; design and implement strategies to effectively take advantage of (or mitigate, as applicable) market circumstances.
11. Manage re-bids and upgrades of existing business partner/client contracts.
12. Participate in identifying response teams for solicitations.
13. Support and/or lead strategy meetings relating to prospective business opportunities.
14. Collaborate with the Marketing and Communications team to formulate bid responses that align with overall Wexford Health financial and quality performance objectives.
15. Work with the assigned proposal project manager to ensure s/he clearly understands the project's key decision makers and drivers; advise the proposal project manager on structuring the response to achieve maximum positive impact.
16. Work with Marketing and Communications team to create, review, and produce final solicitation response(s) and subsequent required documents (clarifications, oral presentations, Best And Final Offers, etc.)
17. Lead "post mortem" process (with support from Marketing, Finance, and Contract Compliance) for assessment of non-successful business opportunities.
18. Participate in industry meetings, conferences, educational seminars, and other events, as needed.
19. Assist with the contracting process for key vendors, subcontractors, and/or networks required to deliver the services required by client contracts.
20. Collaborate with the Marketing and Communications team to maintain competitive intelligence and CRM (client relationship management) databases.
21. Submit all required reports to the Senior VP of Strategic Development.
22. Submit timely and accurate expense reports for travel and other business expenses, as per Wexford Health guidelines.
23. Meet all department and individual goals; support the achievement of all Wexford Health company goals.
24. Participate in corporate strategic initiatives, as directed by the Senior VP of Strategic Development.
25. Comply with all Wexford Health company policies and procedures.

Work Environment: General office environment (Corporate or home office)

TRAVEL: Extensive travel required

CERTIFICATION: CCHP certification from the National Commission of Correctional Healthcare preferred.

EDUCATION: Bachelor's degree in business, health care, corrections or communications field of study.

PREFERRED EXPERIENCE: Demonstrated successful track record (minimum 5 years preferred) in the corrections field and/or correctional healthcare environment; Five (5) years management expertise, demonstrating progressively more responsible positions also preferred.

OTHER PREFERRED KNOWLEDGE, SKILLS AND ABILITIES

• Thorough knowledge of the market, the solutions/services Wexford Health can provide, and of the company's competitors
• Strong interpersonal and relationship-building skills.
• Strong verbal and written communication skills.
• Ability to effectively present information (in one-on-one and group situations) to prospective clients and other Wexford Health employees.
• Ability to manage extremely complex problems that require analysis of data, situations, and intangible variables/factors.
• , General math and analytical skills, and planning, administrative and organizational skills essential.
• Excellent time management skills and demonstrated experience maintaining multiple deadlines. Must ensure documents are ready for review well in advance of any deadline.
• Ability to competently manage multiple priorities simultaneously.
• Ability to work independently in a stressful environment.
• Computer proficiency in Microsoft Office, including Outlook, Word, Excel, PowerPoint, and Access.
• Detail orientation with consistent follow-through.